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Outgunned?

How to contend with a more experienced opponent

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This story appears in the February 2006 issue of Entrepreneur. Subscribe »

No matter how long you've been making deals, sometimes you're up against someone who is simply far more experienced than you. Some tips for dealing:

1. The outcome of a negotiation has more to do with need, greed and leverage than your opponent's resume. Reassess the battlefield. Your position may be better than you think.

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